It is a simple fact of selling – your prospects may mount objections to what you’re offering. These are not always rejections. They’re defensive postures the prospect mounts when you approach them initially or in a way they’re not accustomed to.You can consider them as signs that your approach to them isn’t working and requires adjustment. In some cases, their objections are insurmountable meaning our service is simply not a good fit for your prospects’ requirements.
In other cases, you can take the objections into account and formulate a successful approach that focuses on solving your prospect’s problems.
Here are some of the most common objections you’re likely to encounter when prospecting:
(1) “We’re real slow right now”
When I started out, I got this objection almost every time I prospected someone. This may be a sign of resistance to your approach and continued dialogue and follow-ups will help to overcome this objection.
(2) “We’re not looking for new agents or brokers right now”
This means “we’re content with who’s moving our freight right now.” There’s not much you can do currently for these prospects except to continue to connect and follow-up with them.
(3) “We’re happy with our contacts right now”
This means they’re happy with who they have moving their freight now. However, they may not be in the near future. Be friendly with them so when they become unhappy, they’ll remember you.
(4) “We have our own trucks to ship our products”
There’s not much you can do with this objection, but it doesn’t mean they won’t from time-to-time require other agents to ship for them. You can follow-up with these – persistence is a requirement.
(5) “We only used asset-based carriers, not brokers”
You’ll receive this objection from multinational corporations like Wal-Mart. Wal-Mart is specific with their shipping needs: to be a carrier with them, you must have a minimum of 50 trucks. However, Wal-Mart still uses brokers who have the ability to connect with asset-based carriers.
(6) “We only use _____ freight service”
This objection means that the company only uses or has contracted a specific carrier or broker to move their freight.
(7) “We only ship boxes, packages, or crates”
These prospects are good to let go because we don’t specialize or move these types of shipments. We leave this to the specialists at UPS or FedEx.
(8) “All of our freight is set up by our customers”
This means the company leaves freight scheduling to their customers only. It’s usually time to move on if you hear this, but you can ask if they’ll tell you who their customers are. If your prospect is willing to give you this information, get ready to write it down fast.
(9) “We’re already working with your company”
If so, tell them you’re delighted to hear that and ask them which freight agent they’re currently working with. You can use this to verify that it is indeed our company that they’re working with.
(10) “I don’t have time, call me back next week”
Some of these objections are insurmountable – they happen to experienced freight agents as well. Our services simply don’t match a requirement of your prospect at that time. Others are a sign that your approach requires some adjustment.
The more you understand these objections, the easier it becomes to deal with them and not take them personally.